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What's the one takeway from this WPC for channel partners?
I think [partners are] sitting there saying, 'Wow, the products are real.' They were super-excited to hear about how the Microsoft field is going to be compensated on cloud revenue. And we showed them the path to profit in the cloud.
About the Microsoft field sales representatives and partner account managers, you covered that in the keynote. Can you explain that briefly?
We create these revenue buckets by revenue lines that the field [Microsoft sales force] has to hit a target in order to get into what we call the revenue accelerators. And we've created a special one for cloud products for this [fiscal] year. The field is anyone in Microsoft that's getting paid on a revenue number. So that includes all of our account reps, all of our partner account managers – we are all carrying a cloud revenue number now.
Will it also spur sales and foster more cooperation? Or is it to avoid conflict?
I've had cases where partners came to me and said: 'Hey, I actually saw the Microsoft team in this account selling on-premise when we were in there selling the cloud. And they won't see that next year.
I think it's driving huge alignment. These partners, they know how our guys work. We're pretty transparent on that stuff with them and they want to know that they've got this alignment.